Page 235 - Deception at work all chapters EBook

236 Deception at Work

Making the right assumption

Although people tell lies for strange reasons, you should treat every provable lie, or failure to
answer a relevant question, as though it were an admission of guilt. There will be occasions
when this assumption is wrong, but it is the safe course to take.

There are two reasons why lies must be challenged. The first is that letting a subject suc-
ceed builds his confidence, reduces his anxiety and makes it less likely he will ever reach the
pivotal point. The second is that it makes it more difficult for him to admit the truth later on,
simply because he then has two problems to admit: the original transgression, and the fact
that he lied to you.

Lies must be challenged

Dealing with most lies

The main options for dealing with lies are detailed in Table 7.6.

Table 7.6 Dealing with lies

Ways of dealing with a lie Comments

Low-key

Look away, up or down, pull your ear lobe, These are body language statements that tell the
put your hand over your mouth, smile, or suspect that you do not believe him, without your
brush non-existent dust off your arm while uttering a word
the person is giving the false explanation

Hold up your hand, like a traffic policeman

Politely interrupt the lie by saying: ‘I am This is a soft challenge
having real difficulty understanding this. Help
me understand and tell me why …’

Point out that the suspect must have This is a low-key approach, but achieves the objective

misunderstood the question and ask it again of not allowing the person to escape with a lie

Interrupt the statement and say: ‘Come on, If he defers to this interruption, the chances are he
Bill…’ is guilty and will confess

Say: ‘That was not true, Mr Smith. I am going This raises the stakes. It will cause a liar to think
to ask the question again and please be very carefully. An innocent person may object
careful how you answer it …’

Joke about the answer: ‘Oh yes, and pigs fly … This approach depends on the status of the subject,
now come on, Bill, what about…’ and his relationship with the interviewer. Don’t try
it on the chairman!

Say: ‘Please stop right now. You are making A statement along these lines should be delivered
things much worse’ from the transactional role of a critical parent

Pull out your notebook and say something This raises the stakes. It will cause a liar to think
along the lines: ‘That is absolutely incredible, carefully. An innocent person may object
Mr Smith … I just cannot believe it is true. Please
go over what you said again …’

Direct challenges